厦门夏商配送有限公司客户开发研究

发布时间：2018-02-10 06:14

本文关键词： 客户生鲜配送企业客户需求客户开发策略客户关系　出处：《华侨大学》2015年硕士论文　论文类型：学位论文

【摘要】：没有足够的客户资源,企业的生存与发展就无从谈起。没有客户企业就会死亡,所以说客户是生意场上最好的资本。着眼于客户,就是在已有的市场上竞争,目的是争夺份额;而着眼于需求,则可以在市场尚未明朗时发现,从而开始对市场的培养,开发,从无到有,其目的是开拓新的市场。开发客户应该是一个持续的过程,应该随时随地地挖掘潜在客户。厦门夏商配送有限公司是夏商集团所属厦门夏商农产品集团有限公司旗下的国有全资企业,主要从事果蔬农产品、水产、鲜肉、干杂货、饮料、粮油及调味品等农副产品配送业务。本文以厦门夏商配送有限公司为例,以客户开发理论、客户生命周期理论和客户关系管理理论为基础,从生鲜配送企业客户开发的必须性和特殊性出发,阐述生鲜配送企业客户开发的合理步骤。通过对厦门夏商配送有限公司的概况及运行情况进行分析,得出公司的业务类型和主要客户构成。对厦门夏商配送有限公司不同类别的客户进行分析,提出更有利于公司发展的客户开发策略,旨在推动生鲜配送企业利用自身的优势和手段创新来加强开发客户的成功率,最终建立良好的客户关系、提高企业核心竞争力、促进生鲜配送企业可持续发展。
[Abstract]:Without sufficient customer resources, the survival and development of enterprises can not be discussed. Without customers, enterprises will die, so customers are the best capital in business. Focusing on demand can be discovered when the market is not yet clear, so that the cultivation, development, and development of the market can begin from scratch. The aim is to open up new markets. The development of customers should be a continuous process. Potential customers should be excavated anytime and anywhere. Xiamen Xia Shang Distribution Co., Ltd. is a wholly owned state-owned enterprise under Xiamen Xia Shang Agricultural products Group Co., Ltd., which is mainly engaged in fruits and vegetables, aquatic products, fresh meat, dry groceries and beverages. This paper takes Xiamen Xia Shang Distribution Co., Ltd as an example, based on customer development theory, customer life cycle theory and customer relationship management theory. Based on the necessity and particularity of customer development in fresh distribution enterprises, this paper expounds the reasonable steps of customer development in fresh distribution enterprises, and analyzes the general situation and operation of Xiamen Xia Shang Distribution Co., Ltd. Get the business types and main customer composition of the company. Analyze the different types of customers of Xiamen Xia Shang Distribution Co., Ltd., and put forward more favorable customer development strategy for the company. The purpose of this paper is to promote fresh distribution enterprises to use their own advantages and means to strengthen the success rate of developing customers, to establish good customer relations, to improve the core competitiveness of enterprises, and to promote the sustainable development of fresh distribution enterprises.
【学位授予单位】：华侨大学
【学位级别】：硕士
【学位授予年份】：2015
【分类号】：F274;F326.6

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